Written by Andy Foweather The first quarter of any new calendar year is an exciting time in the CPG industry, with new sales targets being set and the focus shifting to executing the plan in the market. Joint business plans that have been prepared and negotiated for many months are hopefully being used as a Read more about Transforming the Customer Conversation on Business Plan Compliance[…]
by Vanessa Mitchell I regularly talk to sales leaders at Consumer Goods (CG) companies about the key business challenges they face, and one of the most common concerns I hear relates to the ROI of field sales teams. Statements such as, “we’re not really sure if our field sales team is focusing on the right Read more about ROI of Field Sales Teams[…]
As we enter the twenty-twenties decade, I’ve taken some time to cast an eye back to the previous decade to reflect on the many changes affecting the United Kingdom (UK) retail landscape. There have been winners and losers with high street names falling away on what seems like a weekly basis. BHS (British Home Stores), Read more about How Brand Owners Can Boost Revenues[…]
Launching a new product isn’t easy! 30,000 new consumer products are launched each year, yet over 75% of them fail. According to the Harvard Business Review, one benchmark of a highly successful launch is for it to achieve $50 million in first-year sales, but fewer than 3% of new consumer packaged goods launches reach this Read more about Optimizing New Product Execution Blog[…]
While trade promotion spend by CPG manufacturers continues to increase, retailer compliance is trending downward, especially when performance is measured at the store/day/SKU level Promotions are vitally important for both retailers and suppliers. Despite some retailers’ focus on Every Day Low Pricing (EDLP) and the growing emergence of discount retailers, promotions play an integral part Read more about Optimizing Promotional Execution in Grocery Retail Blog[…]